Certified National Pharmaceutical Representative

OVERVIEW

The Certified National Pharmaceutical Representative Online Training
Program will help you become an entry-level, certified pharmaceutical
sales representative, even if you don't have pharmacology or medical
education. In this program you will learn the skills necessary to
become a certified pharmaceutical sales representative. The program
covers pharmacology, medical terminology, physiology, and regulations
for selling pharmaceuticals.

As
a registered student of the CNPR program, you'll automatically become a
member of NAPSRx, and you'll be eligible to sit for the CNPR national
certification exam at no additional cost.

This online certificate program is offered in partnership with major
colleges, universities, and other accredited education providers.

OBJECTIVE

Know the pharmaceutical industry, major product lines, and therapeutic categories

Understand the FDA's role in the industry, laws enforced by the FDA, the Hatch-Waxman Act, and regulatory compliance in drug labeling and promotion

Comprehend Medicare and Medicaid issues and how they affect the selling process

Understand research and development of new drugs, including stages and timelines of new drug development and clinical trials

Gain knowledge of government reimbursement programs, drug discount cards, major concepts and components of managed care, main stakeholders in the managed-care marketplace, drug marketing, and group-purchasing organizations

Grasp the concept of pharmaceutical sales territory planning and information gathering and learn the importance of call planning and record keeping, how to handle appointment calls and impromptu calls and strategies for no-see offices and downtime

Have the knowledge to effectively use sales brochures and support literature and know how to sell new products versus established products

Understand how to prepare for hospital calls, security concerns of a hospital, and sampling rules in hospitals

Be prepared to take the CNPR certification exam

DETAILS

The goal of the Certified National Pharmaceutical Representative (CNPR)
Online Pharmaceutical Sales Training Program is to develop your
knowledge in clinical pharmacology, physiology, pharmaceutical sales
guidelines/techniques, and medical terminology. This knowledge will
greatly enhance your understanding of the pharmaceutical sales
industry, its regulatory selling process and candidates should mention
the successful completion of CNPR Training in the Education portion of
their resume.

The CNPR Program was developed in partnership with the National
Association of Pharmaceutical Sales Representatives (NAPSRx). This
unique training program will educate and train you for a new career as
a pharmaceutical sales representative and for the CNPR examination. As
a registered student of the CNPR program, you'll automatically become a
member of NAPSRx, and you'll be eligible to sit for the CNPR national
certification exam at no additional cost.

CNPR students must agree to uphold the NAPSRx Standards of Ethical
Practices and Certification Program Rules. The CNPR examination
requires the candidate to demonstrate comprehensive knowledge of both
federal regulations and the pharmaceutical industry. The objective of
the NAPSRx is to set standards accepted within the profession and to
assure the public that the organization acts in the best interests of
the pharmaceutical sales industry and the public.

The CNPR Program completion will show pharmaceutical sales employers
you are qualified by demonstrating the necessary knowledge in
pharmacology, medical terminology, physiology, and regulations for
selling pharmaceuticals. The CNPR examination is dedicated to
increasing the professional level of NAPSRx members and to developing
meaningful and ethical standards fully accepted by both its members and
members of the pharmaceutical community.

The goal of the CNPR Training Program is to prepare candidates for a
career in pharmaceutical sales. All pharmaceutical sales
representatives must be familiar with:

General medical terminology

Anatomy and physiology

Clinical pharmacology

Managed care

Pharmaceutical terms, abbreviations, and definitions

Drug sampling rules

PI descriptions

Effective pharmaceutical selling techniques

Therapeutic classes and categories

The NAPSRx recognizes the challenges encountered in the day-to-day
activity of selling to physicians, who expect sales representatives to
know the clinical and pharmacology information about not only your
product, but your competitors' products, too. The CNPR Pharmaceutical
Sales Training Program will prepare train you for a career in
pharmaceutical sales and differentiate you as a candidate with
pharmaceutical companies. In addition to NAPSRx’s CNPR certificate of
completion, it's generally recommended for pharmaceutical sales
representatives to have a Bachelor's degree. Some smaller- and
medium-sized pharmaceutical sales companies don't require a college
education; however, it's difficult for candidates to break into larger
companies without acquiring some college hours. Students are encouraged
to research the pharmaceutical job market in their area prior to taking
the program.

Upon registering, you're given six months to complete the
program.

OUTLINE

So You Want to Be in Pharmaceutical Sales

A Rewarding Career

Enormous Impact

The Industry

Healthcare Demand

Food and Drug Administration

Compensation

Bonus Commission

Market Share

Selling for Volume

A Day in the Life of a Pharmaceutical Sales Representative

Marketing Products

The District Sales Manager

What makes a Successful Rep

Setting Objectives

Sales Process

Staying Current

Winning Confidence

Product Samples

Organization

The Physician

Physician Attitude

Challenges

New Medicines Mean Strength for U.S. Economy

Terminology

Research-based

Major Activities

Large Number of New Drugs

New Medicines in Development

Research and Development Boost the U.S. Economy

Policy Implications

The Anatomy and Clinical Pharmacology

Terms and Abbreviations

The Foundation

What is a Drug?

The Active Pharmaceutical Ingredient

Mechanism of Action

Formulation

Excipient Classes

Pharmacokinetics and Pharmacodynamics

The Cell

Classes of Nutrients

Basic Clinical Pharmacology

Drug Administration and Delivery

Drug Distribution: the Supply Chain

Terminology

Licensing

Wholesalers

Distributors

Package Insert Information

The Purpose

Sections

Drug Patents

Terms and Abbreviations

Patent: Definition,Duration

Marketing Exclusivity

Generic Drugs

FDA's Criteria for Equivalence

FDA's Orange Book

Single-and Multi-Source Drug Products

Hatch-Waxman Act

Drug Sampling

Drug Sample Storage Techniques

Federal Regulations

Storage of Pharmaceutical Products

Recalls on Drug Products

The Research and Development Process

Regulations

Higher Research and Development & Costs

Policy Implications

Dynamic Growth

Research Spending

Government Partnerships

Scientific Opportunities

Drug Development and Preclinical Studies

Pharmacodynamics

Administering a Drug

Transport Mechanisms

Passive Diffusion

Facilitative Diffusion

Active Transport

Pinocytosis

Absorption

Buccal and Sublingual

Subcutaneous and Intermuscular Administration

Blood-Brain Barrier

Toxicology

Carcinogenicity

Animal Tests

Clinical Trials

Ethical Considerations

Regulatory Requirements

Clinical Papers

Enhance Your Presentation

Anticipate Questions

Handle Objections

Sell What's Meaningful

Drug Discovery: Large Molecule Drugs

Vaccines

Toxoids

Adjuvants

Human Immune System

Gene Therapy

Stem Cells

Bone Marrow Transplant

Managed Care

Formulary Basics

Restrictive Strategies

Understanding Cost

Pharmacy Department

Medical Education

Brand Medicine

Pharmaceutical Branding

Brand Medicine

Building Brands

Brand Positioning

DTC Advertising

The Language Barrier

Role of Research

Types of Names

Clinical Development and Pharmaceutical Marketing

Environment and Trends

DTC Branding

OTC Availability

AIDS Epidemic

New Millennium

Patient Communication

Ethical Regulatory Guidelines

AMA Guidelines

PhRMA Code

Pharmaceutical Sales Skills

Relationships

Sales Superstars

Seeing the Physician

Drug Formulary

Sales Force

REQUIREMENTS

This program is compatible with the Windows XP and later operating systems and IE 7 and later browsers.

There are no special computer requirements for this program other than Internet access and email capability.

Adobe Flash Player and Adobe Acrobat Reader are required for this program.

The official NAPSR Pharmaceutical Sales Training Manual will be provided to registered students by the NAPSR.

As a CNPR Program student, you'll receive a membership to NAPSR, and you'll also be eligible to take the official NAPSR certification exam at no additional cost upon completion of your online training program.

PREREQUISITES

Students should be proficient in keyboarding, have a basic understanding of a word-processing computer program (Microsoft Word recommended), and have a command of English grammar and punctuation. No healthcare or medical-office work experience is required.

This program is for you if you're interested in learning job skills for pharmaceutical sales opportunities and if you're interested in becoming certified in this field.

INSTRUCTOR

Brian Kennedy is the director
at NAPSRx, a pharmaceutical sales representative association in the
United States that provides training, continuing education, and
seminars notices to applicants pursuing a pharmaceutical sales
career. Brian obtained his Bachelor's in Finance from the
University of Illinois. Brian has held sales positions with
Fortune 500 companies and has promoted the education of sales
representatives through NAPSRx.

FAQS

1. Can I register for programs if I am an international student?

Yes, because ed2go programs are online you never have to actually travel to the school. Most schools offer telephone or online registration.

2. How long does it take to complete a program?

All of our programs are self-paced and open enrollment, so you can start them when you want and finish them at your own pace. Upon registering, you're given six months to complete this program.

3. Is a college degree required for certification or employment?

A degree is generally recommended, but it's not a strict requirement. Some smaller- and medium-sized pharmaceutical sales companies don’t require a college education; however, it's difficult for candidates to break into the larger companies without acquiring some college hours. Students are encouraged to research the pharmaceutical job market in their area prior to enrolling in this program.

4. Do I have to buy additional materials?

All the materials you'll need are included, and their cost will be covered by your tuition. ed2go will ship all materials ground service upon enrollment.

5. Can I get financial assistance?

ed2go courses are non-credit courses, so they do not qualify for federal aid. In some states, vocational rehab or workforce development boards will pay for qualified students to take our courses.

6. What happens when I complete the program?

Upon successful completion of the program, you’ll be awarded a certificate of completion. However, completion of the program doesn't guarantee certification through CNPR. Please refer to the following question for more information.

7. Am I guaranteed a job?

After completing the program with a final passing grade of 70% or higher, you'll be eligible to sit for the CNPR exam. The goal of the training program is to develop knowledge to pass the certification exam.

8. Who will be my instructor?

Each student is paired up with a facilitator for one-on-one interaction. The facilitator will be available (via e-mail) to answer any questions you may have and to provide feedback on your performance. All of our facilitators are successful working professionals in the fields in which they teach.

9. Can I use a Mac?

Yes, you can use a Mac for this program.

10. How can I get more information about the program?

If you have questions that are not answered on our website, please feel free to contact us via LIVE chat (click the button toward the top of the page). If you are visiting us during non-business hours, please feel free to send us a question using the "Contact Us" form to the right. You may also call us at 1-855-520-6806. We will answer your questions promptly.

11. When can I start the program?

Our programs are all open enrollment. You can register and start the program as soon as you are ready.

Please note: Once the program curriculum is accessed online or through submission of a material shipment confirmation, refunds cannot be issued.

12. What if I don't have enough time to complete my program within the time frame provided?

The time allotted to complete your program has been calculated based on the number of hours for each program, so don't worry too much about not completing in time. If, after a concerted effort, you are still unable to complete, your Student Advisor will help you work out a suitable completion date. Please note that a fee may be charged for an extension.

REVIEWS

The course provided a well rounded curriculum that included the basic and intermediate skills needed to become a pharmaceutical sales representative.- J.G., Atlanta Technical College

The material flow was excellent. It was easy to navigate, understand and retain.- T.M., Valencia Community College, Continuing Education for Health Professions

I was impressed with the amount of detail the course materials provided. I honestly feel I have a solid foundation to begin a new and successful career in pharmaceutical sales.- C.B., University of North Florida

University of New Mexico, Continuing Education DivisionDivision of Continuing Education1634 Univeristy Blvd. NEAlbuquerque, NM 87131 US